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The compensation of a salesperson does not change in any ways with seasons. If this is true, the input as well as output expected from the salesperson by the employer across seasons will be same. I have seen that in “Rainy Season” the efficiency and effectiveness of salespersons drop down although I do not see…

It is very important that your customer trusts you. What are the levels of trust that a customer can have on you? Level 1 Trust: Commodity :The customer pays money for a product or service that you deliver. Level 2 Trust: Transactional : The customer does more than one transaction with you and trusts…

Salespersons are human beings and customers are also human beings. When the two meet and talk , it is an exchange of emotions first and then finally an exchange of facts, figures , product and technology. Isn’t it? If yes, Do you empower yourself to handle your emotions as well as align the same…

This is a very old dilemma in the minds of salespersons – “To sell or To help Purchase!” For me, trying to sell something is a fruitless exercise for a salesperson. What all should I do as a salesperson , if I am trying to help my customers purchase? How can I help my…

Salespersons are always grappling for an answer to the question Where does one get Customers? Target Group (TG) TG is defined by Demographics, Psychographics, Firmographics and Income-graphics of the prospect who would like to buy your product or service. a) Demographics : Where do they stay? Where do they come from? b) Psychographics: What is…

Once a sale transaction happens and a new customer is inducted into the fold of customers, the journey of customer management begins. Hence we call it the beginning of the end. After “Sales” starts “Customer Service”. Set MOT and manage the same Set internal Turn Around Time (TAT) for each service and uphold the…

K.A.M. (Key Account Manager) must understand his account well in terms of a) Official Organisation Chart b) Decision Making Flow in the organisation c) Political centers of pseudo power d) Authorization pattern for the order e) Existing Competition and the respective Man Fridays for each competition K.A.M. selling is triggered by Relationship Selling.…

What is so great about Shivaji Maharaj? He practiced the art of Guerrilla Warfare. This was possible due to the in depth of knowledge of topography from where he operated. He knew every canal, ditch, cave, hillock and mountain of Sahyadri Hills. He would drop a bomb on advancing enemy from a hillock and…

Almighty has given us a pair of ears to listen and a pair of eyes to see. The salesperson empowers himself with better hearing by adding up one pair of eyes to the existing pair of ears to listen. hy does a salesperson listen with his pair of eyes? This is simply because a…

What is Gap Analysis? In the function of Sales, we often conduct Need Analysis (Desire[1] Analysis) of the customer to best understand the fit between customers needs and the No Even after doing Need Analysis, the customer may still defer the decision to buy because Gap Analysis is still pending. Gap Analysis finds the…